In April 2000, Verizon Data Services (then GTE Data Services) needed to rapidly establish a direct Go to Market Strategy for UMS (a leading-edge rating and mediation tool for Telcos) in Europe.

Anderson Harvy was tasked with conducting the appropriate research and delivering a full strategy report within the same month. Work started immediately and the final documentation and recommendations were on the CEO’s desk by the Easter weekend, along with a supporting presentation in Tampa on the Easter Monday. The UMS Go to Market Strategy covered the following areas:
- Evaluation of the current situation, including existing relationship and capabilities
- The focus and responsibilities of these combined efforts
- The UMS sales/distribution/partnership mix
- Potential partners & alternative routes to market
- Qualification and focus on accounts & geographies
- The impact of initiating a direct presence to support this mix
- What was required to acquire, develop and retain a direct presence
- A Joint Sales & Marketing Plan
- Value Propositions
- When it could be completed - realistic timeframes
- Recommendations, next steps & actions

Execution of the strategy has since taken place with Verizon establishing a permanent presence in Europe, headquartered in Germany. This capability provides commercial support and focus for both partners and direct customers. Anderson Harvy continues to support this capability as and when required.

Verizon Data Services (formerly GTE Data Services) is one of the largest information technology organisations in the United States and one of the nation’s top 25 outsourcing companies. It is a wholly owned subsidiary of Verizon Communications, a Fortune 10 company with more than $60 billion in 1999 revenues and more than 260,000 employees.

UMS is Verizon’s real-time mediation and rating engine. It gathers live CDRs from disparate network elements, converts the data into a common format and accumulates the data in an operational data store. The reformatted data is fed to billing systems and other operational support systems.

For more information please visit:
http://www.verizon.com/dataservices